• Is the Sales Funnel Anemic without Trade Shows?

    Posted On June 22, 2020 by Cherise Kennerley

    Sales, marketing and business owners have always had a love – hate relationship with trade shows. While trade shows have remained a traditional means of generating sales leads, trade shows are making great strides to move the educational segment of the trade show online. There are sponsors of the event, however, are they generating the sales leads they were hoping for? That answer is still to be determined.

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  • 5 Common ABM Marketing Mistakes to Avoid

    Posted On June 20, 2020 by Evan Lamolinara

    Account-based marketing (ABM) has become a hot topic among business-to-business (B2B) companies in recent years. As the name suggests, it involves a strategic and methodological marketing approach that focuses on personalized messages and processes for specific accounts. Rather than using the same marketing approach on all prospects, for instance, AMB encourages companies to approach each account differently.

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  • How to Use Twitter for B2B Marketing

    Posted On June 19, 2020 by Vince Antoine

    With roughly 328 million active monthly users, Twitter is one of the world's most popular social media networks. Granted, it pales in comparison to Facebook, but it excels in its simple, micro-message format. For this reason, many users actually prefer Twitter. So, if you operate a business-to-business (B2B) company, consider the following Twitter tips to connect with your audience.

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  • How to Convince Buyers to Switch to Your B2B Company From a Competitor

    Posted On June 18, 2020 by Evan Lamolinara

    Has a buyer rejected your B2B company's sales offer because he or she is already using a competitor's product or service? Objections are a common occurrence in the B2B industry. Even if a buyer has already partnered with one of your B2B company's competitors, though, you may be able to convince him or her to make the switch. Nearly all sales objections can be overcome; you just need to use the right approach. So, how do you convince a buyer to make the switch from a competitor?

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  • 10 Reasons B2B Buyers Aren't Returning Your Voicemails

    Posted On June 16, 2020 by Vince Antoine

    Not all B2B buyers whom you call will answer their phone. Some reports indicate that cold calling has an average success rate of just 1% to 2%, meaning you can expect to reach one or two buyers out of every 100 whom you cold call. You can always leave a voicemail if a buyer doesn't answer. Unfortunately, though, the buyer may not call you back. If you're experiencing a poor callback rate with your voicemails, you should investigate your sales strategy to determine why buyers aren't calling you back.

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